Job Description

Remote, with a preference for candidates near key federal hubs (e.g., Washington, D.C.).

About Xage

Cyberattacks on critical infrastructure, government, and private enterprises are at an all-time high – and only growing more urgent by the day. Xage is a global leader in zero trust access and protection at the forefront of solving this pressing issue. We are pioneering a secure tomorrow by empowering organizations worldwide to connect anyone to anything, while delivering unparalleled defense against every cyber threat.

We have built tremendous momentum across governments and commercial enterprises around the world, and it’s just the beginning. Recognized by Forbes as one of America’s Best Startup Employers, Xage prioritizes creativity, collaboration, and innovation in pursuit of our mission. We are headquartered in Palo Alto, CA and have global teams across North America, EMEA, and APJ.

We’re passionate about solving problems that have positive, real-world consequences for the lives of everyday people. We hope you’ll join us in the fight against cyberattacks and safeguarding critical infrastructure.

About the Role

Xage Security is seeking a dynamic Federal Sales Player-Coach to lead and execute sales strategies within the federal market. This role is ideal for a seasoned sales professional with hands-on experience working with Federal System Integrators (FSIs) such as GDIT, SAIC, or Leidos, and a track record of success driving revenue in federal government accounts. As a player-coach, you will actively manage your own accounts while mentoring and enabling a small federal sales team, fostering a culture of excellence and collaboration.

As a Player:

• Own and manage a portfolio of federal accounts, focusing on driving revenue growth through direct engagement and strategic partnerships with FSIs.
• Establish and deepen relationships with key stakeholders across federal agencies, including CIOs, CISOs, and program managers.
• Leverage existing FSI relationships to identify and pursue joint opportunities, positioning Xage’s Zero Trust Access & Protection platform as the solution of choice for IT-OT-Cloud security challenges.
• Lead all stages of the sales cycle, including prospecting, qualifying, negotiating, and closing deals.
• Collaborate with Xage’s marketing and technical teams to develop customized solutions and deliver compelling presentations, demonstrations, and proof-of-concept engagements.

As a Coach:

• Mentor and guide federal sales team members, enabling them to meet and exceed their individual quotas and professional development goals.
• Develop and execute federal sales strategies, aligning the team’s efforts with Xage’s broader go-to-market objectives.
• Provide real-time coaching and support during critical customer engagements, sales calls, and proposal development.
• Drive consistency in deal qualification, leveraging methodologies like MEDDPIC to ensure accurate pipeline management and forecasting.
• Collaborate with cross-functional teams, including product, marketing, and engineering, to address customer needs and feedback effectively.

Requirements

• 10+ years of federal sales experience, including managing and closing multi-million-dollar deals within federal agencies.
• Proven track record working with FSIs like GDIT, SAIC, Leidos, or similar, leveraging these partnerships to win federal contracts.
• Deep understanding of the federal procurement process, including contracts such as GWACs, IDIQs, and OTAs.
• Demonstrated ability to manage complex sales cycles with federal customers, including agencies like DoD, DHS, and DOE.
• Experience in a player-coach capacity, balancing personal account management with team leadership.
• Strong knowledge of cybersecurity, IT-OT convergence, and Zero Trust principles is highly desirable.
• Excellent communication and presentation skills, with the ability to articulate technical solutions to both technical and non-technical audiences.
• Familiarity with CRM tools (e.g., HubSpot, Salesforce) and sales methodologies like MEDDPIC.

Preferred Qualifications

• Experience leading sales efforts in IT-OT security, PAM, or SRA solutions.
• Existing relationships with federal agency decision-makers and influencers.
• Familiarity with Xage Security’s offerings or similar cybersecurity platforms.

Recognition & Momentum

Xage Security has experienced explosive growth and received numerous awards and recognition, including:

• Named by Forbes one of America’s Best Startup Employers 2024
• $17 million contract awarded by U.S. Space Force’s Space Systems Command (SSC) to offer its zero trust access control
• Named in Gartner research on Cyber-Physical Systems Protection Platforms, Zero Trust Network Access, Remote Privileged Access Management, and CPS Secure Remote Access
• Named in Forrester research on Operation Technology Security Solutions, and Microsegmentation Solutions
• Named a Gold winner for Identity & Access Security Solution in the 2024 American Business Awards
• Named a 25 Hottest Edge Security company by CRN 2023
• Named a Top 10 Security Solution in the CRN Internet of Things 50 list 2024
• Named Industrial IoT Innovator of the Year in 2023 IoT Breakthrough Awards
• SC Awards “Best Identity Management Solution” finalist 2022
• ISO 27001:2022, IEC 62443, and FIPS 140-2 Certified

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